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   Here are the best SaaS reads and resources this week ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­
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                      Edition #463, 25-April-2025
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                    <p style="margin:0;mso-line-height-alt:28px">
                     I got back last week from a whirlwind trip to Tokyo where I interviewed ~10 local SaaS founders and executives to try and get a sense for the current state of the Japanese SaaS industry, and how it's evolved since 2012, when I was there helping Zendesk setup their Japan office 🗼🇯🇵
                     <br/>
                     <br/>
                     We’re now distilling the footage and insights into a short video for the
                     <a class="" rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      ChartMogul YouTube channel
                     </a>
                     . The inspiration?
                     <a style="text-decoration: underline; color: #0775ff;" tabindex="0" target="_self">
                     </a>
                     <a id="ember304" style="text-decoration: underline; color: #0775ff;">
                      Caya (Jose Cayasso)
                     </a>
                     ’s excellent deep dives into global startup scenes like Bangalore — I wanted to try something similar for Tokyo (and SaaS specific).
                     <br/>
                     <br/>
                     Huge thanks to everyone who made this possible:
                     <br/>
                     🙇🏻‍♂️
                     <a style="text-decoration: underline; color: #0775ff;" tabindex="0" target="_self">
                     </a>
                     <a id="ember305" style="text-decoration: underline; color: #0775ff;" target="_self">
                      Matthew Romaine
                     </a>
                     for so many intros
                     <br/>
                     🎥
                     <a style="text-decoration: underline; color: #0775ff;" tabindex="0" target="_self">
                     </a>
                     <a id="ember306" style="text-decoration: underline; color: #0775ff;">
                      Seongsoo Lee
                     </a>
                     and Bjoern Zinssmeister for interpreting and production support
                     <br/>
                     🎤 And of course, all the founders and execs who generously agreed to be on camera
                     <br/>
                     <br/>
                     Also: massive respect for YouTubers. Shooting these videos takes serious effort, but it’s fun to step outside my comfort zone once in a while 😅 Excited to share the final cut soon!
                    </p>
                    <p style="margin:0;mso-line-height-alt:28px">
                    </p>
                    <p style="margin:0;mso-line-height-alt:28px">
                     Below you'll find the best SaaS reads of the week.
                    </p>
                    <p style="margin:0;mso-line-height-alt:28px">
                    </p>
                    <p style="margin:0;mso-line-height-alt:28px">
                     <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      Nick Franklin
                     </a>
                     <br/>
                     Founder &amp; CEO
                    </p>
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                     New from ChartMogul
                    </span>
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                     11 essential SaaS metrics explained in 11 minutes
                    </a>
                    <br/>
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                     Nick Franklin
                    </span>
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                    , C
                   </span>
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                    hartMogul
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:25.2px;letter-spacing:normal">
                     Think SaaS metrics are complicated? Not anymore. In just 11 minutes, I break down the most important SaaS metrics every founder, marketer, or operator should know.
                     <br/>
                     ⏱ Chapters:
                    </p>
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                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       0:15
                      </a>
                      Monthly Recurring Revenue (MRR)
                     </li>
                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       2:30
                      </a>
                      Annual Recurring Revenue and Annual Run Rate (ARR)
                     </li>
                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       4:30
                      </a>
                      Average Revenue Per Account (ARPA)
                     </li>
                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       4:56
                      </a>
                      Customer Churn Rate and Customer Retention Rate
                     </li>
                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       6:00
                      </a>
                      Gross Revenue Retention Rate (GRR)
                     </li>
                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       7:11
                      </a>
                      Net Revenue Retention Rate (NRR)
                     </li>
                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       8:03
                      </a>
                      Customer Lifetime Value (LTV)
                     </li>
                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       9:24
                      </a>
                      Customer Acquisition Cost (CAC)
                     </li>
                     <li>
                      <a force-new-state="true" style="text-decoration: underline; color: #0775ff;" tabindex="0" target="">
                       9:46
                      </a>
                      MRR movements
                     </li>
                    </ul>
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                     This week's best SaaS content
                    </span>
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                      CUSTOMER SUCCESS
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                     Obsessing over onboarding for 10+ years — the architect of Superhuman's onboarding shares his playbook
                    </a>
                    <br/>
                   </span>
                  </h1>
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               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-10" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                   <span style="word-break: break-word; color: #000000;">
                    <strong>
                     Gaurav Vohra,
                    </strong>
                    First Round Review
                   </span>
                   <br/>
                  </h3>
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                </tr>
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              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-11" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                    <p style="margin:0;mso-line-height-alt:25.2px">
                     <span style="word-break: break-word; font-size: 14px;">
                      Gaurav shares how he built and scaled Superhuman’s iconic onboarding, from manual, white-glove experiences to product-led flows. He offers a detailed playbook for founders on designing onboarding that boosts retention, activation and loyalty.
                     </span>
                    </p>
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                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-12" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                              ">
                    <span style="font-weight:700;">
                     Cost-benefit analysis of human-led onboarding:
                    </span>
                    "Each fully ramped, full-time Onboarding Specialist was able to add up to $650k of topline ARR per year. (..) A full-time Onboarding Specialist based in the Americas might cost anywhere from $60k to $130k fully loaded.
(..) A sensible concept for evaluating these costs is sales efficiency: A team generating at least 3x the revenue as what it costs is generally considered good."
                   </div>
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                     <strong>
                      PRODUCT
                     </strong>
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                  <h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:1.2;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:22px">
                   <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                    <span class="mce-content-body mce-edit-focus" data-position="30-0-13" data-qa="tinyeditor-root-element" id="4ed671f5-ca1b-40c5-9a53-605969f95e57" style="word-break: break-word; position: relative;">
                     How to design high-converting upgrade paths in self-serve PLG
                    </span>
                   </a>
                  </h1>
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                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-15" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                 <td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
                  <h3 style="margin:0;color:#000;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:1.2;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:17px">
                   <strong>
                    Ben Williams,
                   </strong>
                   The Product-Led Geek
                  </h3>
                 </td>
                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-16" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                  <div style="font-family:sans-serif">
                   <div class="" style="font-size:12px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="word-break: break-word; font-size: 14px;">
                      Ben explains how to design upgrade paths that drive conversions in self-serve PLG products without hurting UX. He introduces the UPLIFT framework, shares common mistakes and breaks down the UX patterns and metrics that matter most.
                     </span>
                    </p>
                   </div>
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               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-17" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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       margin-top:10px;
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       margin-left:10px;
	   margin-right:10px;
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                              ">
                    <span style="font-weight:700;">
                     Why upgrade paths matter?
                    </span>
                    "Improving your conversion rate from 3% to 6% effectively doubles your revenue without acquiring a single additional user. This is why optimising upgrade paths is often the highest-leverage growth initiative for a PLG business."
                   </div>
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                   <!--[if mso]>
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                     <strong>
                      GTM
                     </strong>
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                  <h1 style="margin:0;color:#555;direction:ltr;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;font-size:18px;font-weight:700;letter-spacing:normal;line-height:1.2;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:22px">
                   <span class="tinyMce-placeholder" style="word-break: break-word;">
                    <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                     Hiring your first GTM team: 9 common mistakes and how to avoid them
                    </a>
                    <br/>
                   </span>
                  </h1>
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               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="heading_block block-20" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
               <tbody>
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                 <td class="pad" style="padding-bottom:20px;padding-left:10px;padding-right:10px;padding-top:5px;text-align:center;width:100%">
                  <h3 style="margin:0;color:#000;direction:ltr;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;font-size:14px;font-weight:400;letter-spacing:normal;line-height:1.2;text-align:left;margin-top:0;margin-bottom:0;mso-line-height-alt:17px">
                   <strong>
                    Alexander Estner, Elvin Kingma and Machiel Kunst
                   </strong>
                   , MRR Unlocked
                  </h3>
                 </td>
                </tr>
               </tbody>
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              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-21" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                 <td class="pad" style="padding-bottom:15px;padding-left:10px;padding-right:10px">
                  <div style="font-family:sans-serif">
                   <div class="" style="font-size:12px;font-family:Helvetica Neue,Helvetica,Arial,sans-serif;mso-line-height-alt:21.6px;color:#000;line-height:1.8">
                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="word-break: break-word; font-size: 14px;">
                      Alexander, Elvin and Machiel share 9 common mistakes SaaS founders make when hiring their first GTM team, from choosing the wrong first sales hire to scaling too soon. They offer practical fixes and job templates to help you build a stronger sales foundation.
                     </span>
                    </p>
                   </div>
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              <table border="0" cellpadding="0" cellspacing="0" class="html_block block-22" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%">
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                   <div class="our-class" style="font-family:Helvetica Neue;
       font-size:14px;
       line-height:1.8em;
       padding:5px;
       padding-left:20px;
       text-align:left;
       margin-top:10px;
       margin-bottom:40px;
       margin-left:10px;
	   margin-right:10px;
       border-left: 6px solid #D4E3EC;
                              ">
                    <span style="font-weight:700;">
                     It's a mistake when founders stop selling too soon:
                    </span>
                    "Founders often assume they should stop selling after hiring their first sales reps, as for many founders, sales might not come naturally and can be a frustrating process.

However, when things fall apart in sales, and the founders are not involved, it is still their responsibility. (..) You need to stay involved and keep a pulse on the ever-evolving product-market fit."
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       padding:15px;
       margin-bottom:20px;
       margin-top:20px;
       font-size:20px;
       color: #ffffff;

       background: linear-gradient(90deg, #76e3d2 0%, #2C8DFF 40.78%,  #40bcd4 100%);
                              ">
                    <span style="font-weight:700;">
                     Insight of the week
                    </span>
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              <table border="0" cellpadding="0" cellspacing="0" class="text_block block-24" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%">
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                    <p style="margin:0;font-size:12px;mso-line-height-alt:25.2px">
                     <span style="word-break: break-word; font-size: 14px;">
                      CJ Gustafson explores how keeping product-market fit (PMF) has become much harder in the AI era. With startups scaling faster than ever, and losing PMF just as quickly.
                      <br/>
                     </span>
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                     <img alt="classic vs modern PMF" height="auto" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F1745514490007_classic%2520vs%2520modern%2520SaaS%2520PMF%2520v2_01JSMCATVXMA6MD323F8GBW5DM.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3NDU1ODQyMTkuMDM4OTA3OH0:1u8ICB:kUUpIM3I0as6zfLZOPpMzNrryvMwIpsnbCTS0HLlgm4" style="display:block;height:auto;border:0;width:100%" title="classic vs modern PMF" width="600"/>
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                    <p style="margin:0;font-size:14px;mso-line-height-alt:16.8px">
                     Source:
                     <a rel="noopener" style="text-decoration: underline; color: #0775ff;" target="_blank">
                      CJ Gustafson
                     </a>
                     .
                    </p>
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